Microsoft Co-Sell Revenue Lead

Job Summary

SoftwareOne is moving beyond traditional alliance management. We are seeking a  Microsoft Co-Sell Revenue Lead  to act as the conduit between SoftwareOne’s sales force and the Microsoft field team. 

Your goal is not to "manage the relationship"; it is to orchestrate the co-sell motion in the partnership. You will be measured solely on your ability to generate net-new pipeline, accelerate deal velocity through partner incentives, and directly connect our sellers with their Microsoft counterparts to close joint business.

You are a revenue architect, not a relationship manager. 

Role & Responsibilities

• • Field-to-Field Sales Orchestration
  • Break Down Silos: Systematically map SoftwareOne account executives (AEs) to their specific counterparts at Microsoft . Ensure every key SoftwareOne AE knows exactly who to call at Microsoft for their top 20 accounts.
  • Drive "Give-to-Get" Motions: Coach SoftwareOne sellers on how to package deal intelligence to trade with Microsoft reps, ensuring our teams provide value to get value in return.
  • Joint Account Planning: Mine the SoftwareOne pipeline to lead tactical account mapping sessions focused on immediate revenue opportunities, not general territory overviews. Identify "white space" in existing accounts where a joint SoftwareOne + Microsoft value proposition can unlock budget.
  • Pipeline Execution and Deal Hygiene
  • Aggressive Deal Registration: Own the "Co-Sell" mechanics. Ensure every eligible opportunity is registered in Partner Center (Microsoft within 24 hours to secure visibility and protection.
  • Pipeline Review Rigor: Conduct bi-weekly pipeline reviews with Microsoft Partner Sales Managers (PSMs) to unblock stalled deals, not just report on them.
  • Renewal Co-Sell: Proactively manage and track the engagement on Microsoft customers to convert EA clients to CSP and attract new logo acquisition in CSP.
  • Monetize Incentives: Proactively identify deals where Microsoft funding (migration acceleration programs, credits, POC funding) can be injected to overcome customer budget objections and close SoftwareOne opportunities faster.
  • Enablement for Revenue Outcomes
  • Sell the "Better Together" Story: Equip SoftwareOne sellers with 3-4 specific "plays" that explain why a Microsoft rep should care about SoftwareOne. (e.g., "How SoftwareOne helps the AWS rep retire their EDP quota").
  • Escalation Management: Serve as the "fixer" for friction points in the field. When a Microsoft rep is blocking a deal or engaging a competitor, you intervene to realign incentives and protect the SoftwareOne commercial interest.

Expected Travel 30%: 35% or as needed (Annual conferences and sponsored events)

The preceding job profile has been designed to indicate the general nature and level of work performed by associates within this role. It is not designed to contain or be interpreted as a comprehensive inventory of all duties, responsibilities, and qualifications required. Additional duties may be assigned and may be subject to change at any time due to reasonable accommodation or other reasons.